In the early '90s, Fox network was far behind CBS, NBC, and ABC—until Rupert Murdoch won prime rights to broadcast NFL games. According to HBS professor James K. Sebenius, faculty chair of the Strategic Negotiations: Dealmaking for the Long Term program, Murdoch's strategy holds many lessons for today's entrepreneurs—including the importance of carefully assessing your competitors and counterparts before the deal process begins.
The planning and strategizing process behind complex, high-stakes deals and major disputes can be even more important than your performance at the bargaining table. In the Strategic Negotiations: Dealmaking for the Long Term program, you will learn how to bring together the right players, identify and address key issues, and develop the best process for each deal—all before the negotiations even start.
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